Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
I recently had a birthday (certainly I ‘m not admitting which one…). I reflected a bit about my personal and business life. Being a trainer, I’m amazed that as much as the world of business has changed, business-development professionals are still making some of the same mistakes. Searching for customers is different. Networking is
Being a leader is different from what most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all, she has been in sales for almost eight years and has always been at the top of the leader board. She knows she will
Sales Hiring from a resume alone. We are all impressed by a resume but does it really mean what it says? In the world of sales if someone has sold before, even for a competitor, that doesn’t mean they were good and doesn’t mean they aren’t going to bring bad habits to you. Being
Sales candidates are exceedingly hard to find. Even the best salespeople are finding a needle in a hay stack, aren’t they? No but it seems we believe so. I am currently working with a well-established organization and the following questions arose – as they do fairly regularly: How can I avoid making expensive hiring mistakes?